Treatment Frequency for a Successful Acupuncture Practice – Part 1

Today we’re talking about treatment frequency and its impact on the success of your acupuncture practice. I’m excited to approach this article a little differently than usual. Instead of interviewing just one acupuncturist for his or her opinion, I’m asking 10!

This article is inspired by my recent interview with Brad Whisnant, an acupuncturist with a booming practice of over 100 patients a week. In the article we talked about how treatment frequency is even more important than TCM diagnosis and point selection (!!)

I know, right?! The feedback from Brad’s article was enormous; thank you to everyone who emailed and commented on Facebook and Instagram!

I received sooooo many questions in response to Brad’s article, but the most common question was this one:

If treatment frequency is more important than diagnosis and point selection, then how often should we be treating?

This was a question I didn’t ask Brad during his interview (shame on me!) so I’m excited to ask him today. AND I’m asking nine other expert acupuncturists their opinion as well.

I thought asking the same questions to multiple acupuncturists would give us a good picture of how the experts are doing it, so we can then make informed decisions in our own practices.

Because this article turned out to be so long, I broke it up into two parts. Stay tuned for the second round of expert responses in a few days!

So first I’ll introduce each acupuncturist, and then ask them the same four questions:

What is the ideal treatment frequency/course of treatment for your patients?

Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

Because these questions were inspired by Brad’s interview, let’s start with Brad:

Brad sees over 100 patients a week in his private practice in Oregon. He teaches Master Tung and Dr. Tan style acupuncture around the world and through his online courses. He’s trained in multiple countries and treated over 70,000 patients in his career. He also teaches a popular, no-nonsense Practice Management Course to help acupuncturists quickly get more patients. Visit his site at www.BradWhisnantSeminars.com to learn more.

1. What is the ideal treatment frequency/course of treatment for your patients?

First off there’s no “one size fits all” and each person needs a unique plan. But that being said, we need to get away from this magical, mystical “healing-in-one-visit” fable. It’s not true. Sure, it happens in one out of 60 or 70 patients. But even with seeing 25-35 people a day, it might happen one to two times a week in my clinic.

So where does that leave us? In eye acupuncture we treat two times a day. I merely ask people, “How quickly do you want to get better?” It’s much like working out at gym. If you work out more you will lose weight quicker.

For me, I like “three by three by three,” then we have a sit-down meeting. What does that mean? I want to see the patients three times a week, for three weeks, and herbs for three weeks. And when people say, “That’s too much money or time or whatever” then I’m very honest with them and say, “Then you are not a good candidate for acupuncture at my clinic.”

You have to be honest with your patients and then also be completely okay that your vision of health or acupuncture may not work for the patient. That’s okay; you can’t be all things to all people.

I do allow people to come one at a time, of course. I serve my patients; they don’t serve me. But I always tell them, acupuncture isn’t magic and one to four or fewer treatments? It’s probably a waste of time and money. I tell them I’d rather not see them until they are ready to commit to six to nine treatments.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

I don’t convince them to come in. I merely state what it will take to help them based on my experience and they come in or they do the treatment. I would say most people want a medical suggestion or a medical plan. They appreciate my honesty. I just had a woman today that has a crazy difficult medical history. I told her I had no idea what to do and not to come back until we could do a “test” of six treatments. If after six treatments there was NO change? Then I would not treat her anymore. But if things changed after 6 treatments it would be very easy for me to tell what would happen. It’s “okay” not to know the medical answer. Just tell them what your best guess is, be honest about your “guess” and go from there.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

I don’t know. I know what works for me. I can’t speak for others and what others say and do. I’m sure there are other people much better than I or different than I doing completely different things. That’s great. That’s the beauty of our medicine, that ability to be unique.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

I think most patients know it won’t be a quick fix. They just need a plan, a direction, a straight-up answer. This is where you are, this is what we will do, this is what should happen, and this what it will look like. You ready to heal? Let’s do this.

I make sure every patient leaves my clinic with a medical plan, regardless of short term, quick fix, one time, four month plan, three month plan, nine treatments, cash, insurance, herbs, acupuncture, etc. I don’t care, every single patient leaves my clinic with a medical plan. I ask them, “What do you want to achieve?” and then I draw up a plan from one treatment to 100 treatments of what my best medical guess is.

And anybody that says they know what will happen is a 100% liar! You don’t know what will happen. You don’t. We have a feeling based on experience or our medical past, but we don’t know the future.

5. Anything else you’d like to add?

It pains me to see most acupuncturists treat only one, two or three times and then say, or post on Facebook, “Nothing is working, what am I doing wrong, I need to refer out, I don’t know what to do.”

Stop it! It’s okay, this is medicine, not magic. It takes time. Most of these patients have been sick for years! Maybe even decades! It’s okay if you don’t fix everything in three visits.

Most acupuncturists are afraid to say, “Look, you have 20-30 issues going on, and you have had most of this stuff for five to 15 years, you have had three failed surgeries, you’re on 20 medications, and you are having a lot of issues. It will take acupuncture 40 visits to fix your issues, with diet and lifestyle changes and herbs, and this is what it looks like. I do medicine, not magic.”

Being that upfront can be challenging and scary because your patient might just say screw it and walk out. But they rarely do. They want to get better. They want a solution. They want to end their suffering. Most patients get more frustrated with lack of direction from their practitioner than anything else.

Be upfront, be honest, give it your best guess, and under-promise and over-deliver. You think you can fix an issue in 10 visits? Okay, tell them it will take 18 visits. Then when you fix it in five visits, you’re a hero, and the patient loves you. Versus, your treat one time, then one time, then one time, then one time and, “WOW? It took five times to fix me? That was long.”

I don’t know why acupuncturists can’t tell people what it will take. But this, “Do you want to come back, maybe, possibly?” won’t accomplish anything. Just say, “This is what it will take,” and design a plan of treatment. Then allow the patient to accept it or reject it. Either way, you present your best idea and go from there.

You are amazing. You are the expert. People are begging you to be healed; they are asking you to help them. A patient doesn’t walk in off the street unless they want treatment. Come on, get serious, get medical, get real, get honest.

I just had a blind patient, she can see now in 20 treatments. You think one treatment would have fixed that? You think, “Oh sure, whatever, come back if you want,” would have fixed that? No. I told her, “Do not start treatment unless you will let me treat you two times a day over two weeks.” She was able to see on the seventh visit.

Good luck to you. You can and should be successful in any way you envision that.

Michelle helps wellness experts navigate the basics of online entrepreneurship and reconnect to their self-worth and confidence. Her unique skill set combines 15 years in sales and marketing, a Master’s Degree in Business Management, her entrepreneurial journey as a Licensed Acupuncturist, founding a holistic health clinic, and online business maven to produce quick and lasting results for her clients. She is the biz savvy healer for healers. Check out her weekly podcast for FREE strategies to grow your acupuncture practice.

1. What’s the ideal treatment frequency/course of treatment for patients?

The ideal treatment for any patient is the one that gets results. Meaning, there is not a one size fits all and it is up to the practitioner to provide a treatment plan that aligns to the condition and outcome desired.In my clinical experience, I did find {for most patients} that seeing them for three treatments in the first 10 days accelerated outcomes and improved compliance.

2. Did most patients listen to you and come in as often as you told them to? How did you convince them to return for an entire course of treatment?

Not at first. This was a direct result of my lack of confidence as a practitioner when first starting out. As my confidence grew, so did my patient compliance.It didn’t take any convincing… it took confidence, presenting a clear course of treatment, checking in with the patient to restate where we were at in the treatment plan, what results to expect at each stage and holding them accountable to their role in their health and the outcome they desired.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

I believe you need to find what works for you as a practitioner. The three visits within 10 days fit my treatment style and in my clinical experience had shown results for 99% of my patients.Using this approach allowed the patient to begin to experience positive outcomes with acupuncture almost immediately and therefore improved their compliance. It also shortened the overall treatment time.

4. Do you think the frequency or pattern of patient treatments played an important role in the overall success of your practice?

Not directly. I believe producing results for my patients, creating open communication with my patients about their treatment plan and presenting with confidence were primary drivers.I found how to do this by structuring my treatment pattern to support me.

5. Anything else you’d like to add?

Patients come to see you for results. If they believe you can deliver the result they desire, compliance will increase. And price will be irrelevant.I see too many practitioners spreading out treatments week by week due to concern of asking the patient to come in too often – worried about the monetary investment.Instead, I encourage you to find a treatment pattern that will shorten the timeline towards results.

AJ Adamczyk is a licensed acupuncturist in New Jersey, specializing in sports neuro-functional acupuncture. AJ will be launching a book and teaching series in late 2017 featuring his modern neuro/e-stim approach. He’s the host of the Acupuncturist on Fire podcast which inspires acupuncturists to be the best acupuncturist you can be.

1. What is the ideal treatment frequency/course of treatment for your patients?

I only treat sports injuries and general pain cases everything is based off functional screening and basic assessments. typically I will recommend anywhere from 4-6 treatments for acute phase which will be 2 times a week for the first 2-3 weeks. Then assess and screen again at that point. If its a chronic pain management case Im honest right from the start would you rather take pills or mange you issue all natural with acupuncture. its that simple.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

I am honest with a patient if I can’t get them out of pain within 4-6 sessions ill sit down and discuss options. If i feel this is a more chronic I’ll tell them this isn’t going to be quick or magical. Their body has been like this for a long time its going to take time to make change. Ill be honest I still get my one and done I make no change and people leave, its a shame but its what we have to deal with.

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

Setting a treatment plan is very important, expectations are set form the start etc.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

I think its more my understanding of what’s going on with the patient and needling skills, but I have studied with a few of the top sports medical acupuncturist in the world and along with the leading pain management guys in our field. I have taken a lot of advice and working knowledge (experience) from these guys and made my protocols and treatment plans. They work quick and simple.

5. Anything else you’d like to add?

I feel treatment plans and frequencies are most likely going be based on the complaint. So someone like myself who only does pain is more likely to have shorter treatment plans than someone who treats womens’ issues, IVF or internal issues treatment plans.

Katie is an acupuncturist and herbalist, the founder and clinic director of The Point Acupuncture & Holistic Medicine and the creator of AcuProsper, a marketing website for acupuncturists. She’s passionate about spreading the word about acupuncture’s benefits and empowering and educating acupuncturists to help them build successful acupuncture practices. Connect with her on Facebook and on Instagram.

1. What is the ideal treatment frequency/course of treatment for your patients?

I tailor my recommendations for each patient and it depends on their symptoms, pattern and lifestyle, but if I must generalize I’d say I typically treat twice a week for the first 2 weeks and then weekly for another 4 + weeks, and as their symptoms improve and the duration of relief increases I spread treatments out accordingly. But of course, this depends on the patient – their history, how they’re presenting, and how much their lifestyle is like a current against which we have to swim upstream.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

In the beginning when I started practicing I was shy and hesitant to step into my role as expert and I wasn’t firm and confidently recommending the ideal dosage of my medicine, instead allowing my patients to come and go without adequate direction from me. I realized after a bit that this was a disservice to my patients. They want to get better. They come to me to get better. And it’s my job to advise them in their best interest. I needed to get past my inner critic or fear of being perceived as too pushy or bossy or salesy. Once I felt more confidence about our medicine and my ability to get results it was easier for me to shed those fears and to step into my role as expert and confidently advise patients in their best interest. Now that I can do this, and also since 1) I truly have the patient’s best interest in mind and they can feel that and 2) I know how to build trust and credibility with my patients – my patients absolutely always listen to me and come in as often as I recommend. It’s amazing how that works!

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

I find that I will get quicker results if I see patients twice a week in the beginning. Otherwise even though we take a step forward with a treatment, they will take a step back again in the time between the next treatment if we wait too long – one step forward and one step back – and progress will be slow and we won’t actually get ahead and gain ground. So I insist on regular visits in the beginning. After they get to the point of feeling improved, and not back to their previous baseline by the time I see them next – I can spread treatments out. That way I know we’ll still be making additional progress with each treatment and not backtracking.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

Yes. I think if I were to spread treatments out too much or didn’t explain to my patients (in a way that they get) what to expect and how many treatments it may take and how their symptoms will likely progress and change with treatments – I think my patients wouldn’t stick around to get results and that my practice would suffer.

Knowing how to adequately dose our medicine is an absolute necessity for success. You’ve probably heard someone say “I tried acupuncture once, it didn’t work.” Ack, it makes me want to holler, “Who was your acupuncturist that let you come in only once?!” That acupuncturist did a huge disservice to that patient who very likely could have been helped by our medicine, as well as did a disservice to our profession.

The other very important factor aside from adequate and effective dosage is knowing how to communicate about our medicine well and an ability to build trust, credibility, and connection with patients – I think these are the most important factors for the success of my practice. And part of this is because it results in people gladly coming in as frequently as I recommend based on their condition and pattern and progress.

5. Anything else you’d like to add?

I’m glad you’re writing about this and we’re talking more about this as a profession. It’s so important!

Maring Higa is an acupuncturist specializing in fertility and pregnancy in Encinitas, CA. She is also a creative strategist and podcast host and loves bringing together wellness and creativity in the work she is doing.

1. What is the ideal treatment frequency/course of treatment for your patients?

For my fertility patients I recommends a minimum of 3 months and coming in 1 x week.

For pregnancy: I recommend 1x a week in the first trimester, 2 x a month in the second trimester until 31 weeks and then weekly until 40 weeks.

At 40 weeks 2-3x until labor starts.

Postpartum: 6 weeks post partum for 4 weeks and then monthly there after.

Pain related issues: 4-6 treatments at minimum.

2. Do most patients listen to you and come in as often as you tell them to? How do you convince them to return for an entire course of treatment?

I would say the majority of my fertility and pregnancy patients come for the course of treatment.

I do a lot of education in the first treatment about how acupuncture works, how it’s helpful, how long egg and sperm development takes, the benefits of having a healthy labor and delivery etc.

Post partum is not as successful.

Pain related issues, generally people come at least 4 times and then longer is they are seeing results.
Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

3. Why do you feel that this pattern of treatment or treatment frequency is important or better than other options?

Frequent treatments allow for both patient and I to see results, if they only come in once or twice it’s hard to make a long term impact and we can’t know for sure if it was the acupuncture helping or something else. I think weekly is great time frame, I’ve played around with 2-3x a week but I don’t think it makes that big of a difference in outcome.

4. Do you think the frequency or pattern of patient treatments has played an important role in the overall success of your practice?

Yes, educating patients about the big picture teaches them that this is not a quick fix and something they will need to invest in.

Thanks again to our first five contributors, Brad, Michelle, AJ, Katie and Maring!

Stay tuned to hear from five more successful acupuncturists in Part 2 later this week 🙂

How often do you treat your patients? What kinds of results do you see? Let us know in the comments. I’d love to hear from you!

Reader Interactions

Comments

I was treating once a week when I first started. 20 years in, I recommend 3 tx a week and get better results and patient compliance. I read your interviews and began thinking about giving them a written treatment plan to take with them. I like the phrase “acupuncture is not magic, it’s medicine”. Thanks. Great interviews!

Hi Sheila, thank you for commenting and letting us know your treatment frequency. I think the more we hear about how others are doing it, the more informed choices we can make. I’m glad you enjoyed the interview – I love that phrase, too – “acupuncture isn’t magic, it’s medicine.” 🙂

Great article & very interesting subject. I’m still “new” with my practice so it boost my confidence about the tx plan and how to present it to patients. It was great to have 4 differents views from differents specialists. Thanks Michelle !

Thanks Michelle! Great articles; I love all the valuable info you provide.

I’m wondering if you could also write a post about successful templates for “Report of Findings” or “Patient Care Plans.” It seems there aren’t many examples in our field compared to other fields such as chiropractic. When I’ve gone to my colleagues for an acupuncture treatment, I have never received a sit-down/”report of findings” presentation/education session. However, when I’ve gone to various chiropractors over the years, each one of them has given me a physical handout unique to my situation with explanations of how their treatment would be helpful/fulfill my short-term and long-term goals for therapy.

I would love to see what my successful acupuncture colleagues are using. Thanks!

“You have to be honest with your patients and then also be completely okay that your vision of health or acupuncture may not work for the patient. That’s okay; you can’t be all things to all people.”

When we start our businesses, we want to serve anyone and everyone who will come to us. But over time, you start to realize that you do better work when you serve a specific type of person. Being able to (graciously) turn away someone who’s not your ideal fit allows you to make room for the ones who are.

I read this with interest. I work in a very rural area and people don’t have much money. Many of my clients only come at most 3 times and then stop as they believe it either hasn’t worked or they can’t afford to come any more.
I have many long term patients who will come once a month and then moan about the cost.
No matter how hard I try I cannot get people to commit to a course of treatment. I tell them how I see it progressing and how long and how many treatments I feel they need and by the third treatment they are starting to withdraw. I rarely have had a patient come more than once a week and this is mainly due to cost.
I am really struggling to find clients let alone getting the ones who do come to come more than 3 times.
It is illegal to advertise as an acupuncturist where I live which doesn’t help.

Hi Gail, I’m so sorry to hear that! Where are you located that you can’t advertise as an acupuncturist? That must be incredibly difficult, on top of everything else. I’m wondering if you might have more return patients if you hosted community acupuncture a few times a week? I have a few colleagues who started hosting community acupuncture two evenings per week for their patients with limited finances. Some of them have a flat rate for community acu – for example, $30 per session – while others use a sliding scale, letting the patients decide how much they want to pay from around $20-45. They’ve told me that for the most part, patients don’t choose the cheapest option on the sliding scale – they usually pay right in the middle. I hope this is helpful! I’d love to hear if you decide to try it?